Dental Fees and Practice Management

by Dr. Ron Arndt

I was recently asked this question: In your book, you tell the readers how to raise their fees – and still keep their patients, clients and customers. What are some tips you can give us on how to do that?

After years of listening to the “crowd” tell me that my fees had to be “competitive” or the lowest in town (a real disaster waiting to happen), I finally made the decision that I was going to be paid what I was worth and I expected to connect my compensation with the value, the love, care, and extra attention I brought to my patients’ dental health and life. No more of this conversation about if the insurance will or will not cover it. Or, that’s over “Usual, Customary, and Reasonable.” That old thinking had to go. My practice was not usual and customary; we were extraordinary. Here are my new fees, and those fees were to be effective immediately.

  • T. Scott Gross in his Positively Outrageous Service book tells us that discounting is a short-term cover up of long-term problems.
  • If you must discount your fees to survive, your prices are too high, your service is lousy, or your quality stinks.
  • Be determined to put “extraordinary” back into your service quotient and get compensated for being so different from the others. Be really different and not just “lip service”.

  • If you insist on discounting it won’t be long before people discover what your product or service are really worth…about the same value YOU put on it?

  • I chose to put a high value on what I, along with my team, were delivering.
  • We were not simply filling holes in teeth; rather we were creating smiles and developing trusting relationships.
  • Raising my fees was easy…and the results were wonderfully positive with banner profits.

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